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The Ultimate Account Manager-Part 3- Desk Management, Risk Management

Average Rating:
ABEN Masters |  CSR Training |  Professional Development |  Professional Development - Agency Management
Cheryl Koch |  Mary Eisenhart
1 Hour 41 Minutes
Access for 30 day(s) after program date.



Desk Management and Risk Management

  • Workflow and time management – managing multiple and shifting priorities is often the difference between success and failure in account management
  • Differentiating between critical and non-critical tasks and achieving a sustainable “zero backlog” state on your desk is not only possible, it’s essential.  This may be the ultimate skill for world-class account management.
  • Independent agents are at their best when they utilize a true risk management approach with their clients, but to do so means understanding that insurance, although a valuable tool of risk management, is really the “last resort” option from the client’s perspective.


Upon completing this session, students will be able to:

  • Recognize the fundamentals of successful desk management and how that relates to extraordinary customer service
  • Explain the basics of the risk management process, including exposure identification and alternatives to traditional insurance arrangements

Course Materials


Cheryl Koch Related seminars and products:

President and CEO

Cheryl Koch has been in the insurance industry for a very, very long time.  Now, you might think that makes her old, however, old is merely a state of mind.  Over the years, Cheryl has served in nearly every capacity in an Independent Agency, having been an Account Manager, Producer and Agency Owner.  She now devotes her time to agency management consulting and training and speaking at industry functions throughout the country.  She is the President and CEO of Agency Management Resource Group located in Roseville, California.  Cheryl consults on marketing and sales, sales management, agency operations, automation, and strategic planning.

Cheryl is also a devotee of lifelong learning and has earned a number of insurance industry professional designations:  CPCU (Chartered Property Casualty Underwriter), CIC (Certified Insurance Counselor), ARM (Associate in Risk Management), AAI (Accredited Adviser in Insurance), API (Associate in Personal Insurance), AAM (Associate in Automation Management), AIM (Associate in Management), AIS (Associate in Insurance Services), ARP (Associate in Research and Planning), Associate in General Insurance (AINS), ACSR (Accredited Customer Service Representative) and AFIS (Agribusiness and Farm Insurance Specialist).  It is the last designation, AFIS, of which she is most proud, having created it along with the late Dr. Emmett J. Vaughan.  Some would say that Cheryl is a real insurance nerd, and she would not disagree.

Cheryl has a Bachelor’s degree in Economics from UCLA and an MBA from Sacramento State University, where she served as a faculty member in their Risk Management and Insurance program for many years.  She has also served as President of the Sacramento Chapter of CPCU and was on the CPCU Society’s Board of Governors for three years.

Cheryl serves as a volunteer member of the Independent Insurance Agents and Brokers of America Virtual University “Ask An Expert” Committee.  She is also a member of the Society of Insurance Trainers and Educators (SITE), the Society of CPCU and the American Association of Insurance Management Consultants (AAIMCO).

When she’s not busy with her insurance activities, Cheryl enjoys spending time at baseball games, and has been to nearly every major league ballpark.  She is a lifelong Chicago Cubs fan, which should explain a lot about her. 

Mary Eisenhart Related seminars and products:


Mary Eisenhart has spent 30 years in the insurance industry, both in independent agencies and with insurance carriers. In 1996, she became an insurance industry consultant, and is the owner of Eisenhart Consulting Group, a consulting firm dedicated to helping insurance organizations become extraordinary.

A graduate of the University of Nebraska, Mary has continued her insurance education by earning the CPCU, ARM, ARe, RPLU, CIC, and CPIW designations.

Mary has been featured in Rough Notes and other insurance industry publications, and has authored a Best Practices tool for IIAA, “The Next Generation: A Young Agent’s Best Practices Leadership Guide.” She has also chaired local and state “Big I” Education Committees. Mary develops and presents insurance industry management, technical, Best Practices, motivational, and risk management seminars throughout the U.S.


Mon, Jan 25, 2021 - 12:00pm to 01:41pm PST
Fri, Feb 12, 2021 - 12:00pm to 01:41pm PST
Mon, Mar 29, 2021 - 12:00pm to 01:41pm PDT
Fri, Apr 30, 2021 - 12:00pm to 01:41pm PDT
Tue, May 25, 2021 - 12:00pm to 01:41pm PDT
Mon, Jun 28, 2021 - 12:00pm to 01:41pm PDT
Tue, Jul 27, 2021 - 12:00pm to 01:41pm PDT
Mon, Aug 30, 2021 - 12:00pm to 01:41pm PDT
Tue, Sep 28, 2021 - 12:00pm to 01:41pm PDT
Tue, Oct 26, 2021 - 12:00pm to 01:41pm PDT
Tue, Nov 30, 2021 - 12:00pm to 01:41pm PST
Tue, Dec 28, 2021 - 12:00pm to 01:41pm PST

State Specific Details

State Approval Information Details

MI - This course is approved for 2 hrs CE - Course# 76326

WY - This course is approved for 1 hr CE - Course# 26069

MT - This course is approved for 2 hrs CE

TN- This course is approved for 2 hrs CE - Course#28459

CA - This course is approved for 2 hrs CE - Course#336963

KS - This course is approved in KS for 1 hr CE - Course#6000006468-Note -  KAIA will file your earned CE electronically within 10 business day after course completions

GA - This course is approved for 2 hrs CE - Course#53577

TX (IIAT,IIAH & IIAA) - This course is approved for 2 hrs CE - Course#119208

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